The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
You can’t expect your sales team to perform consistently if they aren’t holding themselves accountable to produce results.
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In Venice last week I learned that locals are leaving in droves. Yes, the water is rising (by 1.5 meters since the city was founded). But the encroaching tides are not the cause for the exodus. Instead, it is high real estate prices. Only 57,000 locals remain in the city. The bakers are gone; bread is now imported from the mainland. The butchers are gone, the families are gone and the schools are closing. In multiple Piazza’s we saw 1-2 lone children playing in what were once bustling communities. The city has become a location for “day visitors” as our guide called them, as most tourists don’t even spend the night.
Homes are being bought by foreigners who rarely visit, and workers in the hotels and shops commute in and back every day leaving the restaurant patios away from St Mark’s empty. The nights, while peaceful, are somewhat eerie.
And it got me thinking.
We’re now well into Q2. Are you ready to help your team accelerate their success?
I’ve been working with organizations and helping transform their sales teams for the last year. In all cases, these are companies looking to grow faster than the market and at an accelerated pace than their current growth path. Here are their keys to success:
Could it be time to introduce commissions that are more than just a financial incentive?
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You cannot grow your business with a particular client if you’re relying on a singular point of information. Growth comes from not only the quality of contacts, but also your quantity of contacts in a particular organization.
If members of your sales team are not diversifying their contacts within an organization, it’s time that you ask them to start doing so. The truth is, your team needs to be increasing their engagement or “infiltration” with their clients if you have any hopes of growing your business within your existing customer base.
What’s the best way to begin practicing this? Start building an organizational chart.
When a member of your sales team meets with a buyer, either in person or on call, get them to ask this one simple question: